OPINION

When vendors are under intense pressure, solution providers are always the first to fall subject to the whims of top management aiming for short-term transaction gains rather than long-term strategic strength.

Solution providers gearing up for XChange 2014 understand that a major transformation is under way, one that is being driven by cloud, mobility, changing buyer behavior and other forces that are causing IT integrators to rethink their value propositions.

As a VAR and/or integrator, it has become a requirement to provide your customers with cloud solution options, preferably ones that minimize the impact on your traditional storage and infrastructure business.

The amount of new practices, products and recurring revenue services brought to market are the vital signs of a solution provider business. The solution providers that view cloud services as an opportunity to move fast and make big bets will be the ones left standing in the new era of IT.

The belief that the federal government should leverage the innovation potential of small businesses by protecting them from large business competition dates back decades. That said, growing your business within the realities of the federal market is its own challenge.

Pages

XChange Solution Provider 2015 is finally upon us and the timing couldn't be better. The premier channel event is happening March 1-3 in Dallas, bringing together 225 solution provider decision makers from across North America. CRN is at the event to provide news, analysis and a firsthand take from partners.